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Strategizing and Execution

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Initiate Key Projects

List down your findings from your first 60 days and select significant projects for you to focus on. Secure stakeholder alignment, map out plans, and start the execution.

Summarize your discoveries from the first 60 days.

Identify the top 2-3 major projects for you to focus on.

Assess the effort required and the potential impact of each project

Maintain a single list of all tech stack tools, their renewal date and their Annual Payout.

Get alignment from your manager and stakeholders.

Begin Implementation. Set measurable goals and key performance indicators (KPIs) for each project.

Become a Strategic Partner

As a cross-functional role that has an end-to-end context of the entire business, RevOps has significant potential to boost organization’s revenue. RevOps can offer invaluable insights to leadership, and help them get in touch with the ground realities. This is why it is crucial to figure out how you can contribute strategically.

Identify the transactional tasks that take up a large part of your team’s time and automate them with tools or processes

Marketing to Sales handoff (Lead routing)
Sales Pipeline cleanup process
Sales to CSM Handoff
Account Management process
Monthly reporting of Sales performance/marketing performance
Renewal Management process
Sales Commissions Calculation process
Reporting processes
Forecasting meeting
Pipeline Review meetings
Marketing - Sales alignment meetings
Quarterly business reviews
Monthly reviews

You can find out more on how RevOps can move from playing a supporting role to a strategic role in this detailed guide.

“Establish credibility by creating a roadmap that focuses on people, process, and technology. Develop a system to prioritize and resolve existing issues efficiently. By the end of 90 days, you should’ve matured the organization in how it looks at its problems!”

Robert Gammon

Practice Lead, RevOps, Cortado Group

Plan for the Next 6-12 Months

Now that you are almost at the end of your ramp period, the time is just right to take up projects that can impact your company's revenue in the long run. Capitalize on momentum by broadening focus beyond the initial 90 days.

Checklist:

Discover the objectives of your company for the next 6-12 months, and explore how GTM teams can contribute to achieving those goals.

Connect some of your projects to the future goals. For instance, if your company has its sights set on targeting enterprise customers, your project can be around suggesting commission plans changes to ensure sales teams prioritize closing enterprise deals.

Tip #5

Share your progress to the wider org. Present the progress report to them and seek feedback.

Final Thoughts

Building Momentum

Example H2

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Audit Tech Stack and Processes

As your second phase kicks off, prioritize auditing current operational processes, systems, and tech stack. Create a comprehensive list of all your Go-To-Market processes, ranging from the top of the funnel to the bottom. Plus, identify the tools employed by each team, and understand their roles in supporting the business.

Audit the existing tech stack and processes

Checklist:

List down your go-to-market teams in a Google sheet.

For each team, list out their processes and every step involved, making it easy to spot any gaps or if additional processes are needed.

Compile a rundown of tools utilized by each department and link them to their respective processes.

Check the availability of a CPQ tool that can handle contracts in a streamlined manner while controlling for discounts and approvals.

Maintain a single list of all tech stack tools, their renewal date and their Annual Payout.

Conduct a review of your tech stack to optimize its alignment with revenue operations. For instance, assess if the sales commission software streamlines the sales compensation process, reducing errors and boosting sales team motivation.

Note down the redundancies in the tech stack that has to be eliminated.

As a RevOps professional, you spend a significant amount of time in discovery calls to find the perfect tech solution. But it can be a bit of a grind. In this guide, you'll learn how to tackle the challenges of sales tech stack management with a customer-first strategy.

Deep Dive into Data & Analytics

Analyze data and key metrics to identify performance gaps and opportunities. You need to ensure that the data collected is relevant and comprehensive for accurate analysis. Plus, optimize data collection and visualization to promptly identify performance gaps and opportunities.

Additionally, recognize that each team utilizes different sets of data and metrics, which makes alignment challenging. As RevOps, understanding what each team focuses on is crucial to create alignment across functions.

Checklist:

Get hands on with BI tools.

Monitor all the important metrics such as pipeline health, order reports etc.

Do a one-time data to metric level validation exercise. Spend time to know what data goes behind each metric, and identify the limitations in tracking and reporting.

Understand the data and metrics used by each team to bring in alignment.

“Data is the foundation of RevOps. Understand its generation and flow through the funnel. Data accuracy is paramount too; after all, poor data leads to poor analysis. Plus, identify process inefficiencies and implement quality controls. ”

Kyo Joon Lee

Global Head of RevOps, Preqin

Tip #3

Document the processes you uncover and the answers to questions you had. This will help the next hire ramp more quickly.

Tackle Quick Wins

Following a comprehensive audit process and data analysis, you should have a clear picture of where the organization is facing challenges. With this newfound insight, identify key areas where you can take immediate action. Give priority to these quick wins and set your plans in motion. This pivotal step is instrumental in showcasing early progress and successes as RevOps.

Checklist:

Identify specific areas where the organization faces challenges.

Pinpoint opportunities for immediate action based on the insights gathered.

Prioritize quick wins that can be addressed swiftly. Examples of quick wins:

Set up CRM field level adherences for reps on particular fields like Lost Reason, pipeline value etc.
Fix alignment issues by coordinating with respective teams.
Create or enhance reporting dashboards to provide better visibility into key revenue metrics.
Analyze lead routing processes and implement improvements to ensure leads reach the right teams quickly.
Create documentation for key processes and workflows to improve cross-team collaboration.
Develop and deliver training materials for the sales team to improve their product knowledge and selling skills.
Set up a discounting policy framework with proper approvals.

Develop action plans for each identified quick win and execute.

Monitor progress and communicate with stakeholders.

Tip #4

Be open to taking on any additional tasks that come your way at this stage. The most effective way to learn is through hands-on experience. Also, the best method to build trust and relationship with sales leaders is by offering help and extending your support.

Set up Hotlines in Each Team

Get to know the key points of contacts within each team. Boost your networking efforts to build connections with these contacts. This will facilitate smoother collaboration and enable you to accomplish your tasks effectively.

Checklist:

Create a list of key points of contact (PoCs) in each department related to RevOps (Sales, Marketing, Customer Support, Finance).

Determine the preferred communication channels for each department (Example: email, chat, video calls, in-person meetings).

Collaborate with each team to establish SLAs for response times and expectations for cross-team communications.

Document the processes, workflows, and handoffs between teams, making them easily accessible to all stakeholders.

Establish a Request Process

Set up an efficient request system that links all departments with your team, with the aim of improving communication and collaboration throughout the organization. Introduce a structured process for different areas or adopt a PARA approach to RevOps. Determine the aspects that require seamless execution, identify new initiatives, and implement robust tracking mechanisms to ensure everything runs smoothly and stays on course. If it’s already available, make sure you have visibility into those.

Checklist:

Create a common area where rep can raise a ticket if they see issues in CRM/Reporting

Setup a common request form for deal level assistance.

Setup a strategy which helps balancing optimizing existing engines while picking up new programs.

Next Section

Laying the Foundation

Example H2

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Understand the Company, Product, and Market

To kick things off, begin by uncovering the core mission that drives your company. Familiarize yourself with the product, the market positioning, and gain insights about competitors. These early steps are absolutely essential because as you start tackling operational hurdles, finding the time to acquaint yourself with these crucial details can become quite challenging.

Checklist:

Request for a meeting with the leaders at C-Level to understand the company's mission and vision.

Schedule a brief session with the Product Leader to delve into the product's intricacies, including its features and benefits.

Connect with the Marketing Manager to uncover messaging strategies and market positioning.

Listen to customer call recordings and understand the customer needs and preferences.

Take part in sales and support discussions to gain insights into prospects and customers.

Study compiled information about key competitors, their strengths, weaknesses, and market strategies.

Examine the current sales compensation plans, including pay mix, KPIs, quotas, and additional components like SPIFs.

Develop a competitive matrix to compare your company's products or services with those of competitors.

Build Relationships

A key factor in your success as RevOps depends on the relationships you build during this time period. These partnerships will not only pave the way for seamless collaboration but also provide you with much needed support.

Checklist:

Speak to the below roles and gather context on current processes, operating style and their challenges.

VP of Sales
Director, Sales and Sales Managers
1 AE/BDR per region
Head of Sales Engineering/Senior Sales Engineer
Customer Success Leaders/Manager
Finance Leaders/Manager
HR Leaders/Managers
Marketing Leaders/Managers

Learn about their roles, daily priorities, and get a glimpse of their typical workday.

Establish communication cadences and strategies that will ensure a cohesive and effective working relationship with stakeholders. Think about how often you want to meet them to get context about their problems.

“To build solid stakeholder relationships, show that you truly understand them by creating a detailed action plan that ranks and prioritizes their needs. Let them know when to expect changes. It's not just about talking and listening; own the process.”

Sebastien van Heyningen

RevOps Expert

Tip #1

Observe more than you question their current way of operating. It might be tempting to correct people, but the relationships that you build in the initial days will work wonders down the road. You can also note down your questions, and cross check with other RevOps folks to validate your assumptions before asking to the stakeholders.

List Down the Pain Points

While engaging with the leadership team, aim to uncover the operational challenges they encounter. Take note of these pain points, as they will serve as valuable indicators, revealing trends and areas of concern within the process. Given that RevOps operates across different functions, ensure you have conversations with individuals from various domains to understand their specific pain points. While you may not be able to resolve every issue, this approach will provide insights into the areas where your organization faces difficulties.

Also, talk to sales teams to see if deal closures need to be accelerated for complex deals. One effective approach to address this is by establishing a deals desk team. They can help accelerate deal closure time by working with legal teams, IT teams and Infosec teams on policy negotiations. The deals desk team can also set up operating cadence for discounting and approvals, ensuring contracts signed are compliant with the company policies.

Checklist:

Maintain a detailed record of the pain points raised during discussions.

Classify the pain points into buckets such as strategic issues, process issues, tech-stack issues, data/transparency issues, alignment issues etc., so that you can come to them at the right time.

Familiarize Yourself with KPIs

Get well-acquainted with all Key Performance Indicators (KPIs) of various teams, dashboards, and metrics. Furthermore, delve into the historical data to gain a solid grasp of the challenges that the company is currently facing. Don't hesitate to explore further into the details, understand which records are drawn upon from CRM or billing systems to calculate specific metrics. The rigor of Ops folks need to be always at a ground level so you understand what exactly to interpret from the data and what to not interpret.

Checklist:

Plot down the important KPIs as a SaaS business. For example:

Customer Churn and Revenue Churn
Customer Lifetime Value (CLV)
Customer Acquisition Cost (CAC)
Payback Period
CAC to LTV Ratio
NPS
CSAT
Qualified Marketing traffic
Deal closure time
Lead to MQL to SQL to Opportunity to Customer Funnel
Region/Product level existing book of business
Targets planned for current year and attainment so far
Quota-to-OTE Ratio ranges
Average Fully ramped rep attainment
Fully ramped rep Quota

Find out how they are aligned with organization goals.

Benchmark against industry metrics to calculate how efficient they are today.

Get access to all relevant reports (Customer report, Sales reports, Marketing reports, Order booking, Customer health reports) for trends.

Tip #2

Have a 30-minute conversation with leadership to share your learnings from your first phase of onboarding and get their feedback.

Next Section

Rising in RevOps

Your 30-60-90 Day Guide for Early Success

Congratulations!

Day 1 of your exciting new RevOps adventure is here. Take a second to soak it all in. You're probably feeling a bit of excitement and a touch of nervousness. Totally normal! But an action plan is needed to get oriented and start strong. So, where should you start in this dynamic function?

RevOps has experienced a significant surge in popularity in recent years, and more and more companies are recognizing the immense value it can bring to the table.
In fact, a Gartner report states that 75% of the highest growth companies in the world plan to deploy a RevOps model by 2025. With growing data significance and complex tech stacks, RevOps is key to maximizing revenue by strategically removing sales roadblocks.

A Gartner report states that 75% of the highest growth companies in the world plan to deploy a RevOps model by 2025.

All that being said, RevOps isn’t a role where you can be aggressive right from the get-go. It's a complex function that demands a thoughtful approach. Additionally, the collaborative nature of the function means that you'd be lost without having a sound plan in place. When you have a checklist of things to accomplish during your onboarding, it helps build trust among your colleagues, and identify the short-term, long-term goals to achieve.
‍
In this comprehensive guide, we've listed down what exactly you should focus on during your first 30, 60, and 90 days in RevOps. Whether you're pioneering RevOps for your company or joining an already established department, this guide is your roadmap to success.

A Gartner report states that 75% of the highest growth companies in the world plan to deploy a RevOps model by 2025.

DAY 1 - 30

Laying the Foundation

Your journey in RevOps starts right here, and in these initial days, your mission is crystal clear: establish a robust foundation for long-term success, build relationships, and navigate the intricate landscape of revenue operations within your organization. Now, let's look into how you can ensure that you have a phenomenal start in your new RevOps role.

Understand the Company, Product, and Market

Build Relationships

List Down the Pain Points

Familiarize Yourself with KPIs

DAY 31 - 60

Building Momentum

You've successfully wrapped up your first month in this thrilling journey. By now, you've certainly developed a solid understanding of the essential basics, setting you up for success in the coming days. As you step into the next phase, it's all about building up on the foundation you’ve laid down in the first month. Let's dive right in and explore what's on the horizon and how you can maximize your progress over the next 30 days.

Audit Tech Stack and Processes

Deep Dive into Data & Analytics

Tackle quick wins

Set up Hotlines in Each Team

Establish a Request Process

DAY 61 - 90

Strategizing and Execution

The home stretch is here - just 30 more days left to stick the landing on your first 90 days in RevOps! This phase is all about solidifying your role, and ensuring a smooth transition into a long and impactful career in revenue operations. Below are the key actions to take in the final stretch of your onboarding journey:

Initiate Key Projects

Become a Strategic Partner

Plan for the next 6-12 months

Final Thoughts

In conclusion, the journey through your first 90 days in a RevOps role is a transformative experience, marked by continuous learning, adaptation, and strategic execution.

The key to your success lies not just in the tasks you've accomplished but also in the relationships you've built, the insights you've gained, and the strategic vision you've developed.

Remember, the journey doesn't end here. The world of RevOps is dynamic and ever-evolving, and so should be your approach. Continue to learn, adapt, and innovate, keeping your goals aligned with the organization's vision. As you move beyond these initial 90 days, remember that your journey in RevOps is a marathon, not a sprint, and the skills, relationships, and knowledge you've developed are just the beginning of an impactful career.

One last thing. We’ve put together the complete checklist for each of the phases. Download it here!

Download your checklist here

News

Everstage’s Enterprise Tech Makes it the Only Sales Commission Software in G2’s Top 100 Software Honors

A Complete Guide to SaaS Sales Commission Accounting with ASC 606

Want to get your team ready to manage the complexities associated with the new revenue recognition standard?

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In our guide, we give you all the knowledge you need to take on ASC 606, including:

What is the impact of ASC 606 on sales commissions?

How to treat various SaaS commission costs? (with use cases)

What is the step-by-step process to implement ASC 606?

How can you automate ASC 606 compliance for your business?

Equip your finance teams to easen ASC 606 implementation

Since its arrival, ASC 606 has completely changed the way organizations capitalize the incremental costs of obtaining a contract. Many accounting teams, both big and small, are finding their transition from old accounting standards to ASC 606 as a complicated, high-stakes task.

‍

As we know, commission accounting under ASC 606 is complex, but it doesn’t have to be. Teams can simplify their compliance journey by focusing on an efficient implementation process and tools that provide them with the required data as per the standard.

‍

This guide covers all the accounting challenges that every SaaS finance team undergo today with ASC 606 compliance and how to solve them with detailed audit requirements and implementation steps.

Ready to make sales commissions your strongest revenue lever?

Get a Demo

Strategizing and Execution

Initiate Key Projects

Become a Strategic Partner

Plan for the Next 6-12 Months

Building Momentum

Audit Tech Stack and Processes

Deep Dive into Data & Analytics

Tackle Quick Wins

Set up Hotlines in Each Team

Establish a Request Process

Laying the Foundation

Understand the Company, Product, and Market

Build Relationships

List Down the Pain Points

Familiarize Yourself with KPIs

Uncappd

Rising in RevOps

Laying the Foundation

Building Momentum

Strategizing and Execution

Final Thoughts

Uncappd

A Complete Guide to SaaS Sales Commission Accounting with ASC 606

Equip your finance teams to easen ASC 606 implementation

Ready to make sales commissions your strongest revenue lever?